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The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
The Metrics-Driven Startup: Which Metrics Matter And Why
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The Metrics-Driven Startup: Which Metrics Matter And Why

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  • 1. The Metrics-Driven Startup Which Metrics Matter and Why Hiten Shah Lean LA • September 21st, 2010
  • 2. Ferrari F430 Spider
  • 3. 152 miles per hour
  • 4. Most Startups Crash and Burn
  • 5. Let’s talk about what else is easy.
  • 6. Stop measuring what’s easy.
  • 7. Start measuring what matters.
  • 8. Failure attracted me to The Lean Startup
  • 9. Vanity Metrics
  • 10. Actionable Metrics
  • 11. Are the metrics you are tracking helping you make decisions?
  • 12. Example SaaS Web App • People sign up and pay online • They first sign up for a 7 day free trial • Then they pay $97 per month
  • 13. Example SaaS Web App • People sign up and pay online • They first sign up for a 7 day free trial • Then they pay $97 per month What are your assumptions?
  • 14. Software as a Service Product (Assumptions) Key Actions % of people # of people Visit Site 100% 1000 Sign Up 10% 100 Activate 5% 50 Upgrade 1% 10 Revenue $970 per month
  • 15. Baseline these key actions and assumptions.
  • 16. Software as a Service Product (Actual Baseline) Key Actions % of people # of people Visit Site 100% 1000 Sign Up 3.6% 36 Activate 1.2% 12 Upgrade 0.4% 4 Revenue $388 per month
  • 17. What would you try to improve? Key Actions % of people # of people Visit Site 100% 1000 Sign Up 3.6% 36 Activate 1.2% 12 Upgrade 0.4% 4 Revenue $388 per month
  • 18. Software as a Service Product (Video Test) Key Actions % of people # of people Visit Site 100% 1000 Sign Up 6.5% 65 Activate 1.8% 18 Upgrade 0.3% 3 Revenue $291 per month vs. $388 baseline :(
  • 19. Get Inspired!
  • 20. Software as a Service Product (Inspired Test) Key Actions % of people # of people Visit Site 100% 1000 Sign Up 7.7% 77 Activate 2.8% 28 Upgrade 1.2% 12 Revenue $1164 per month vs. $388 baseline :)
  • 21. Software as a Service Product (Compare all 3) Key Actions Baseline Video Test Inspired Test Visit Site 100% 100% 100% Sign Up 3.6% 6.5% 7.7% Activate 1.2% 1.8% 2.8% Upgrade 0.4% 0.3% 1.2% Revenue $388 per $291 per $1164 per month month month
  • 22. Crazy Egg Pricing Before
  • 23. Crazy Egg Pricing After
  • 24. Crazy Egg Pricing Results • Before - 150 sign ups per day • After - 15 sign ups per day • But revenue doubled in the first month!
  • 25. Start measuring what matters.
  • 26. Questions? Got questions? Want advice? Email Me! hiten@kissmetrics.com

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